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their agents and pay referral fees. We strive to offer new homes and neighborhoods with desirable lifestyle amenities
that you will be proud to present to your clients. And we make it easy! When you sign up and become a Preferred Real
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represents its new home communities throughout California and Nevada. Availability of homes, features, specifications, prices, and special offers are subject to change without notice. Square
footage and features listed are approximations and are subject to change depending on location and other factors. Price effective as of date of publication and subject to change without
notice. Models depicted do not reflect racial preference. 04.18.18

COntents
May/june 2018

JC Melvin

Created Exclusively for the Las Vegas
Real Estate Professional

“I am NOT a
heroin addict.”

Publisher

Andrew Wittman

Melodie C. Miller

What is the
best way of
achieving
success?

Publisher@LVAgentMagazine.com

Advertising Sales

04
Jan O’Brien

Why You Are
Not Ready to
Build a Team
Until you are...

06 18

Executive
George Glendenning
George@LVAgentMagazine.com

Mike Klimek

The Trouble
With Drawers

Copy editor
Debbie Flessner

08 20

Colby Baker

Affordability,
Rising Rates,
& Insatiable
Demand

Debbie@LVAgentMagazine.com

Rick Glade

Control your
leads,own
your business

GRAPHIC DESIGN
Sho Labaco
Art@LVAgentMagazine.com

10 21

Etiquette
for Today’s
Real Estate
Professional.

Connie Palen
Photos@LVAgentMagazine.com

16 22
Photo by: Connie Palen

To view past issues, please visit

www.LVAgentMagazine.com

For more information
please email
or call 702-530-5033.

12

L a s Ve g a s A g e n t M a g a z i n e i s
distributed bi-monthly, via U.S. Mail
to Realtors ® in the Las Vegas Valley.
We welcome reader correspondence and
are always looking for the best possible
content to offer our subscribers. Please send
all comments, suggestions and inquiries to
Publisher@LVAgentMagazine.com

Las Vegas Agent Magazine assumes no
responsibility for, or endorses the thoughts
expressed or advertised. No portion
of Las Vegas Agent Magazine may be
reproduced without the written permission
of the Publisher. All rights reserved.

Kolleen Kelley

Kelly Travis

Are you
Stuck?

Affiliate Profile with

Marie Harrod

of North American Title

26

Allexandra
Lexy
Glassman

The

15

Builder Space

23
Housing Stats

27
Newsletter

"I am NOT a heroin addict."
By: J.C. Melvin

Mind shift on the horizon
It looks like we are beginning to
understand that the everyday users
of these drugs are sick. While many
are committing illegal acts in order to
obtain/buy the drug, if it weren’t for
their addiction, they’d probably not be
criminals. Unfortunately, we have simply
been treating them like criminals for most
of the past 100 years. Now, with a more
educated awareness of what the opioids are
doing to the brains of these folks, we have
a much clearer understanding of what’s
going on.
Let’s get tougher on the importers of the
poison which is killing our people and let’s
open the door for a cure for those addicted.

es indeed, these are the words
you’d likely hear from most of the
1,000,000 plus heroin addicts in
the USA. Approximately two of the three
overdose deaths per hour, every hour, in
the United States are due to opioid-based
drugs, mostly heroin.
Why are we talking about this in a
real estate-based magazine? Because we,
as citizens of this country, have got to pay
attention at every level to this epidemic.
It is in the process of bankrupting us both
financially and culturally.
Think about this for just a minute:
We, as a country, saw more than 58,000
casualties during our time in the Vietnam
war. In 2017 alone, we lost approximately
71,000 of our people to drug overdoses,
the most in our history.

It's time for a national rally.
We, in our industry, are interacting with
large numbers of people across all parts
of our nation and we may just be the ones
to lead a national movement and effort to
“save our country and our people.”

groups, young and old, healthy and sick,
male and female. They are an equal
opportunity killer.
Based on the national numbers per the
CDC (Center for Disease Control) it is
likely, if you are reading this, that you have
a family member or close friend who has
died from heroin, has a heroin problem, or
at best, you have a friend in that situation.
There are millions of “unseen victims”
in this scenario that are often not treated
or provided any help what-so-ever. These
are the children of these addicts who are
left trying to understand and cope with
why their parents don’t seem to love them
or care about them. This drug is creating
a generational spiral which in some ways,
is eerily like a death march.
It is time to put our energy and resources
into fighting this war on our homeland
that is killing and crippling some of our
brightest minds and future leaders. Yes,
this needs to be treated like a war that is
killing our people and their families.

The crazy thing about heroin
and all opioids is that they are truly
non-discriminatory. They can and are
destroying the lives of people from all
races, all financial class levels from dirt
poor to excessively wealthy, all religious

4

Las Vegas Agent Magazine | May/June 2018

We, as a group of sales people, are
interacting with lots and lots of people
every day. These are our communities,
which we help build. Let’s take a stand,
perhaps get involved in a teen group or a
rehab center. Let’s read up and get more
educated about opioid addiction.
Want a shocker? Call your local hospital
and inquire as to the number of babies
being born each month addicted to heroin.
That’s right, and it usually takes 30 to 120
days to get them off the drug they’ve been
addicted to for nine months in the womb.
It’s unthinkable how a mother could do
that to her unborn child. Unfortunately, it
is being done every day, and that child is
then brought into this world with a lifetime
of both physical and psychological health
issues that most of the time, go untreated.
Yes, it’s time for us as a multigenerational army to take a stand in
America and fight this threat TOGETHER.
No politics, no class wars, no racial divide.
We have something that we can all work
together on, and THIS IS IT!

JC Melvin is the founding dean of the NVAR and the GLVAR Leadership
Programs. JC is an international speaker and Certified Trainer for “The
ONE Thing” Workshop. He is the Corporate Broker for KW Realty
Southwest in Las Vegas. For more info on “The ONE Thing” or to
schedule a program, add him on Facebook or jc@jcmelvin.com |
702.595.5024.

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MARCH - APRIL 2017

What is the best way
of achieving success?
By: Andrew D. Wittman, Ph.D.

I

t is easier to attribute more talent,
more resources, more opportunities,
and more luck to the winners in life
than it is to face the cold hard facts that
becoming a winner can be a frighteningly
tense and laborious slog.
When we look at winners, in any field
– business, politics, sports finance, art,
music, fitness, etc., we tend to see only
the success. But there is more to achieving
success. It’s human nature to fail to see the
prolonged grind it took to get there. There
are no overnight success stories. Humans
don’t want to look at that part, mostly
because we want to be successful and
enjoy fulfillment without going through
the prolonged grind.
It is easier to attribute more talent, more
resources, more opportunities, and more
luck to the winners in life than it is to
face the cold hard facts that becoming
a winner can be a frighteningly tense
and laborious slog. Sticking to the same
regimented routine, over and over and
over again. And the again and again. And
when you are tired of that, you engage
yet again and one more time. Most of us
would rather delude ourselves and credit
fortune, luck, and fate, than pay the price
to become a winner.
The very first step in the process is to
clearly define and outline what success
means to you. You must state exactly what
that success is and how you will measure
it. The problem with most of us is that
we don't know what success looks like
for "me." If we don't take the time to nail
down definitively what success means,
how will we ever know if we've achieved it
or not? Don't let anyone define success for
you. Your success is yours alone to define.

Don’t panic if your current definition of
success is to just make budget this month,
or to not consume sodas and snacks today.
We each grow from success to success,
and small successes multiply like rabbits
into bigger ones. Start small and build
momentum. Leap forward from one
success to the next, and then rinse and
repeat.
I like to use Michael Phelps as an
example of this concept. The first time
he went to the Olympics in 2000 he won
exactly zero medals. He was, however,
the youngest male to ever make the U.S.
Olympic Swim Team at age 15. He was
successful. Can you imagine Michael
Phelps going to the Olympics and NOT
winning a medal and being considered a
success? For him on that first go-round,
just making the team was his definition
of success.

He built on that success and leaped to
his next personally defined success of
actually winning medals – a lot of them.
He won 6 Gold and 2 Bronze at the 2004
Olympics. Not a bad swim meet by any
standards, but Michael, having reached
that level of success, launched himself to
attempt the highest level of success ever
by any Olympic Champion. If you watched
the 2008 Olympics, you saw Michael and
his coach huddled over the slip of paper
that defined his success. Anything short of
the record-breaking 8 Gold Medals would
have been a failure – not for anyone else in
the history of the games, but for Michael
personally.
You never start out with a recordbreaking performance – you must get there
the same way Phelps did. It takes years
and years of building on small successes
to reach the heights of great successes.

Andrew D. Wittman, is a United States Marine Corps infantry combat veteran, a former Police Officer and Federal Agent. As a Special
Agent for the U.S. Capitol Police, Wittman led the security detail for Nancy Pelosi and has personally protected Hillary Clinton, Tom
Delay, Trent Lott, King Abdullah of Jordan, Benjamin Netanyahu of Israel, Sir Elton John, as well as Fortune 20 CEOs. As a security
contractor for the State Department, he taught high-threat diplomatic security to former Navy SEALS, Marines, Rangers, and Special
Forces. Wittman is founder of the Mental Toughness Training Center, a leadership consultancy specializing in peak performance,
team dynamics, resolving conflict in the workplace and is the author of the book, “Ground Zero Leadership: CEO of You” (2016). He
holds a Ph.D. in Theological Studies, is a guest lecturer at Clemson University and co-hosts the radio call-in show “Get Warrior Tough”.
He can be reached at info@getwarriortough.com | (864) 977-1443

6

Las Vegas Agent Magazine | May/June 2018

The Trouble
With Drawers
By: Mike Klimek

A

very common repair is fixing
a cabinet drawer that has been
damaged. It looks bad and doesn’t
line up with the other drawers, and it
certainly doesn’t work correctly. Most
drawer problems can be traced to abuse.
People like to slam the drawers or quickly
yank them open.
Quality cabinets have quality parts, and
cheap cabinets use cheap parts. Likewise,
drawers and their hardware follow the
same guidelines. Even if the drawer front
(the pretty part you see with the knob
attached to it) is genuine solid wood, the
box it is attached to may be made from
poorer quality materials. It doesn’t sound
like the actual drawer is the problem here
though, but rather the drawer’s guides.
There are several ways a drawer slides
in and out of the opening. One way is with
a wooden rail that runs front to back in
the cabinet. The drawer has a channel that
accepts the rail. The drawer also rides on
top of friction pads on the rail directly
under the drawer so that the drawer doesn’t
wear down the cabinet.
The drawer may also be attached to a bar
over the drawer using a plastic guide at the
rear of the drawer. Finally, metal guides
with rollers can be used for a smooth and
quiet operation.
Remove the drawer and inspect it. You
will probably have to lift the door to get
it out of the opening, particularly if you
have metal guides. Your problem will be
pretty evident once you remove the drawer.
It may be that a plastic guide has broken,
or that a guide has simply pulled away
from the cabinet.

8

With cheaper cabinets, the problem is
usually that the plastic guide has broken.
This part is available at a home center
and costs less than $1. They make three
different sizes, so if you are not sure of
the size, buy all three and save yourself
a trip back to the store. The part simply
attaches to the rear of the drawer and runs
along the length of the rail.

If you have metal guides on either side
of the drawer, check to see that they
are secure to the sides of the cabinet
opening. Also, check that the metal slides
are secured to the outside bottom of the
drawer. The slides have little rollers that
fit into the guides.

The other problem may be that the rail
is loose from the cabinet or is bent. If it’s
loose, stick a couple of screws in the end
(short ones so they don’t protrude through
the cabinet). If it is bent, buy a replacement
and align it with the holes of the old one.

It may be that a roller has broken, or a
guide or slide needs to be replaced. If so,
take the broken part with you and get a
replacement. The style and length of the
new part needs to be the same for an easy
installation. Use a level to make sure the
new part is installed perfectly straight so
the drawer won’t bind when in use.

If your drawer rides on top of a wooden
rail, the problem is probably on the bottom
of the drawer. If you flip the drawer over
you may notice that one side of the channel
has torn out.

The drawer guide should be placed
with the wheels facing the front of the
opening. It has some oblong holes so that
you can position it correctly and make
final adjustments before you screw it in.

You can glue the old piece back in and
hit a couple of brads in it to hold it together
until the glue dries. Wait at least 24 hours
until you use it.

The slide should be placed at the outside
bottom of the drawer with its roller at the
back of the drawer. The end without the
roller should be placed against the back
of the drawer front. Tip the drawer up,
slide the rollers in and push the drawer
into the opening.

Your problem may also be with the
drawer box itself. If it is falling apart,
you can try to glue it back together and
then use some “L” brackets to stiffen it up.

Mike Klimek is a licensed contractor and owner of Las Vegas Handyman. He
has written hundreds of articles regarding home repair and remodeling and
has been published in Southern Nevada Home & Garden Magazine, Finishing
Touches Magazine, Zip Code Magazines, and Real Estate Success Magazine.
He has written for the Las Vegas Review-Journal & Sun since November
2000. Watch for Mike’s regular column here and in the Las Vegas RJ.
(702) 896-0000 | questions@pro-handyman.com

Las Vegas Agent Magazine | May/June 2018

Control your leads,
By: Rick Glade

T

here are two types of Realtors, those
of us who already own our business
and those of us who want to own
our business. One thing about being a
Realtor is you have the opportunity to
control your business even if you work
for someone else as an independent
contractor. Essentially you can own your
business no matter what by controlling
the source of your leads and who gets to
manage them.
One of the largest expenses an Agent
or Broker incurs is marketing and lead
generation. Then there is the problem
of making sure all the platforms you
purchase integrate seamlessly. If you are
lucky, you can get everything to flow and
set up marketing channels on auto pilot;
often not the case. Here is where you hire
the IT Staff to come to the rescue.
Any platform in the market worth
having must have Website IDX (internet
data exchange) and an integrated CRM
(customer relationship management). It has
to allow for marketing at the click of a few
short steps, just click and paste. These are
how you stay consistent in marketing. The
most successful platforms on the market
easily run 600-$1500. US dollars per
month. The typical firm ends up paying
huge expenses for platforms like this. It
just becomes a cost of doing business. The
other issue is these costs never go away,
even in the bad times.
The problem of buying leads from
websites like Realtor.com and Zillow is the
leads are saturated and super expensive
for a low converting lead. They usually
try to intercept the buyer or seller prior
to you having any access to them, why?
So, they can charge you or circumvent
you entirely.
I often wondered when I started out as
an agent who was actually in control of
my business? I was surely dependent on
someone or third parties to keep supplying
me leads and a pipeline of business. Then
of course always having to give up a large
share of the split, again not feeling like I
was the one owning my career.

the benefits. Right? ..Wrong!
The problem with that is you are never
building your own book of business. It’s
always based off someone else’s strategy
and control. They feed you what they want
and not what you deserve. You put in the
time and then split your commissions for
your hard work.
I finally realized it; I was being
leveraged. My efforts yielded someone
else a piece of my earnings.
It wasn't until I became an Advanced
Agent with a company that gave me full
control of my book of business that I
really gained momentum. Once I had my
own independent platform to control my
inbound leads and outbound marketing
100%, I could log in and start to own my
own business. I was now in control and
responsible for creating my own leads,
which meant I managed them. I could
do and market whatever I wanted to my
database. I could set up my own drip
campaigns and take back my efforts. I
was in full control of rewarding myself
for my time nurturing clients.
Once you have the technology platforms
in your hands. This dominates a huge shift
in your career. Now no matter where I
went or who I worked for my book of
business was mine to keep. I always
knew I wouldn’t be starting from scratch
no matter where I moved my database
went with me. This is a shift from a leaddependent agent to an abled-tech agent.
Your database is your key to unlocking
growth.
Case Study - The ten-year veteran Alfred A.
Alfred started his career in real estate
on the typical journey of an average
salesperson. He was always searching
for the next source to generate more
leads. He was hustling for business and
working every angle. He had the typical
sources of sphere of influence, holding
open houses, and what he could scab off
his broker. Alfred was good at discovering

Here’s another thing to think about.
Whoever is managing the leads gets to
cherry pick the good stuff and if there’s
anything left they throw a bone to the
agents below them. Again, it's feast or
famine. Too many agents spread too thin
over the same number of leads. Of course,
this only makes sense, right? The person
on top paying the expenses should yield

10

Las Vegas Agent Magazine | May/June 2018

leads on his own. He managed to grind
his way to becoming a top producer at his
company. The real struggle he faced was
this was always a difficult way to scale. He
realized that after ten years of being at his
brokerage. The company had provided him
lead generation tools that had provided
him only one qualified lead that he could
bring to a closed transaction.
He decided to move his license to another
national brand. He ended up spending
37,000.00 dollars of his own money and
ten months trying to improve his leads and
scale his business. The reason his expenses
were high is that he was buying saturated
leads from Zillow and other third-party
sources. He really started to realize it was
the leads he owned in his database, the
sphere of influence he had created and
controlled that made him the most money.
Alfred thought maybe the only way to
expand his business further would be to
start his own brokerage.
It was upon that quest that he discovered
the Advanced Agent model. Once he
discovered the right process and systems,
he was blown away by how much more
profitable he could become instantly. It
was more than us just having the best
lead generation tools. It was about having
all the tools and strategies Advanced
Agents use in scaling business. He went
to controlling and master marketing to his
very own leads and moving those leads
through a system and closing more deals.
The additional profit centers he discovered
of Advanced Agents became the icing on
the cake.
Within his first month of implementing
the systems and strategies, he started
generating 60-100 leads per month FREE
with no ad spend. He took control of his
own agent dashboard for CRM, his Website,
leads, and marketing. He has since grown
a team of over six producing agents using
the Advanced Agent strategies.
If you care to know more or would like
a free copy of my Advanced Agent Book,
feel free to reach out to me directly, I’d be
happy to send you a copy.

Rick Glade is currently with EXP Realty, he leads as a Mentor/Trainor, Author
and Entrepreneur. He has been through several business cycles and aspects
of business marketing and investment. He is a firm believer of always being a
student and continued growth, the pursuit of happiness as well as mastery of
all aspects of one’s life. He now shares his knowledge with those whom seek.
You too can make a decision to “create a life by design; and stop living a life by
default! He can be reached at Rick.glade@exprealty.com or 702 721-9910

https://www.remaxunited.vegas/ join-us

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cover STORY

Allexandra
Glassman
Platinum
Real Estate
Professionals
Of

I

t would have been easy for Allexandra
“Lexy” Glassman to begin working in
real estate at a very young age and to
be quite successful at it.
After all, her mother is Diana Glassman,
longtime owner corporate broker of
Platinum Real Estate Professionals in
Henderson. The logical career progression
for Lexy could have been to graduate high
school in Las Vegas and immediately
begin working towards obtaining her real
estate license, after which she would go
work for her mother.
But instead, Lexy decided to attend the
University of Nevada Las Vegas, where
she would end up graduating with a
Bachelor of Science degree in Business
Administration, focusing on marketing
and advertising. While at UNLV, she
started working in planning for special
events.
“I became a VIP event planner and did
that for several years while in College,”
she said. “I first worked with Beacher’s
Madhouse at the Hard Rock, and it took off
from there. I made many connections with
individuals and began planning special
events for hotels, clubs, & celebrities, both
locally and in California.”

Photo by: Connie Palen

The experience and skills Lexy gained
through coordinating these large events
and customer service, would prove to
be invaluable, especially since after her
UNLV graduation in 2010, she felt the
need to reevaluate her career path.

12

While Lexy was trying to find her niche,
she went to work for her mother, Diana,

Las Vegas Agent Magazine | May/JUNE 2018

Cover Story

in the administrative division of Platinum
Real Estate Professionals. During that
time, the Las Vegas Market was saturated
with REO properties, so the timing was
fitting for her to step in and help implement
some new systems.
“In my admin role, I was helping to get
things organized,” she said. “I was very
certain, at the time, that it was going to
be a short-term thing, but I don’t think
I realized how much I had learned from
my environment, pretty much by osmosis,
and how much I was going to learn, which
helped when I finally made the decision
to get licensed.”
“After working on the admin side for
a year, I decided to go ahead and get
licensed so that I could help out with the
company more, earn commissions of my
own, and it would be something I would
always have,” Lexy said. “I got licensed
five years ago, and since then, I’ve only
grown more in my role as an administrator
in this company and as an independent
agent as well.”
Though she had already picked up quite
a bit of knowledge, just by working in the
office, Lexy says that Diana did not take
it easy on her when she was first getting
started as a licensee. It was important
to both, Lexy and Diana, that she learn
like everyone else and work for it. Lexy
remembers sitting at the kitchen table
writing practice contract after contract,
as her mother supervised and made sure
everything was correct. By doing that, she
ensured that her daughter would be able
to write a valid contract that would lead
to a successful close.
“I was fortunate enough to watch my
mother be an incredible Realtor who
fought for her clients every step of the way.
I think seeing her work ethic, dedication,
and humility gave me a great example of
what a strong, working woman can be. It
is something I have always been proud of,
and I work to have those same qualities as
well, in my life and business.”
Wit h i n Plat i nu m Re a l E st at e
Professionals, Lexy says she feels at
home, and that home is filled with family.
Many of the Realtors have been with the
agency for over ten years, and Platinum
is the proud home to Real Estate Giants
like Steve Hawks, Noah Herrera, Keith
Lynam, Anthony Knight, Javier Otero, Jeff
Hatfield, Troy Kearns, and many others.
“I have known Steve Hawks for almost 20
years, and he advises me like a mentor. He
has always taken me under his wing and
helped me expand my business through
his insight and expertise. Steve is great at
finding someone’s strengths and helping

them grow their business and confidence.”
“We have all worked very hard over
the years to make sure that the ‘Platinum
Family’ stays that way through expansion
into new locations and growth. Platinum
currently has 5 locations across the Las
Vegas Valley and proudly is home to 160
licensees. All of our Managers & agents
bring something different to the company
and keep us at the top of our game.”
Lexy carries those familial bonds
through to a broader community when
she works in her role as Campaign Chair
for the Young Leadership Division of
Jewish Nevada. She also presently sits
on the Israel and Overseas Committee
and the 2018 Campaign Cabinet for Jewish
Nevada.
Jewish Nevada is the Jewish Federation
of Nevada and serves the local Jewish
community through programming, raising
funds to allocate back into the community
and helping continue our strong bonds
with Israel. For Example, Jewish Nevada
helps to provide scholarships for young
children to go to camp, Kosher Meals
on Wheels to our aging community, and
to send buses of young Jewish Adults to
Israel on a completely subsidized strip
through Birthright Israel.
It was through the Birthright Israel
Foundation that Lexy was able to go on
a trip to Israel in 2012, which she said
was an incredible opportunity and what
sparked her involvement in her Jewish
community here in Las Vegas.

blood and organ donation. She works
with United Blood Services to host blood
drives throughout the year with Jewish
Nevada and other companies. “There is
no greater gift than the gift of life. I was
able to grow up with my grandmother
because another family made the choice
for their loved one to live on in others
and I cannot explain how that one choice
affected my life. My grandmother was
a 2-time kidney transplant recipient and
had the last transplanted kidney for over
15 years. She was the strongest woman I
know. Choosing to donate your organs or
those of a loved one is not an easy choice,
but it gives others the ability to live on in
their memory and make new memories of
their own. I cannot think of a greater honor
or gift. Many people also do not know that
blood expires after 42 days, giving blood
regularly saves lives!”
She said that in her opinion, the ability
to make that human connection is what
has made her a better Realtor.
“Real estate can be emotional, and it’s
a very challenging profession at times,”
she said. “I have a far deeper and better
understanding of this now (that she’s
been in the business a while), and I can
see exactly what kind of person it takes
to cater to the buyers and sellers. They
need advocates, and I’m a firm believer
that there’s nothing better than a personal
advocate because those internet websites/
brokerages can’t see you as an individual
or connect you with a home on a personal
level. Because of my past experiences, I am

“It really connected
me with my Jewish
identity and made me
want to get even more
involved,” she said,
“I recently just went
back to Israel for a
second time with the
Bachman delegation
where we sent seven
people there, and they
sent seven people here
last October. For me, it
was a good way to keep
that connection strong,
because supporting our
community, locally and
abroad, is one thing
I’m really passionate
about.”
Lexy’s innate need to
give back to and offer
aid to the community
has also led to her
involvement in other
urgent issues, such
as animal rescue and
MAy/June 2018 | Las Vegas Agent Magazine

13

Cover Story

able to manage people and personalities
well which allows me to help them in
the way that they need. Every client is
different and has different needs; therefore
every deal is different as well.”

Israeli flag in Jerusalem

When it comes to dealing both with
clients and co-workers, Lexy acknowledges
that she has learned from the best. She said
that whether an agent has been with the
company for three days or 13 years, her
mother, the Broker, supports them just
the same.
Though Diana has achieved quite a
bit of success during the many years
she has been in the real estate business;
her daughter says that she still stays
incredibly busy and remains an aggressive
businesswoman. Following that example,
Lexy is not only a Full-time Realtor but
also assists in management throughout
the company, training agents, and runs
the compliance division.
“Our company has expanded a lot over
the last two years, so we are consistently
busy,” she said, “But I’ll take busy over dull
any day. I hold a full book of business &
clients of my own working with buyers and
sellers. It is definitely a time management
challenge but one I meet proudly every
day. Consistent communication with
clients is key, so they are getting the
service they deserve. I enjoy my admin
role, and I train agents a lot as well (which
I love), but there is no greater feeling than
calling your seller to tell them the house
is finally sold after a difficult transaction
or telling your first-time homebuyer they
are officially homeowners and handing
them their keys.”
In April, Lexy was honored to be awarded
one of GLVAR’s Young Professionals
Network’s Top “40 Under 40” for 2018.
At only 30 years old, it is Lexy’s first time
in this group, but it likely won’t be the last.
She stated that she is currently focused
on residential real estate but is interested in
learning more about the commercial side
of the business. “It has always interested
me given it is a completely different side of
real estate and the straight business aspect
is right up my alley given my background.”

Active volcano in
Nicaragua July of
2016

Reading is something she finds very
important, and she says she would not
be the person she is today, if not for the
influence of books. She always has a book
with her or in her car to read in her spare
time or between appointments.
When she can, Lexy also loves to attend
concerts and music festivals of all kinds,
and her tastes run from Taylor Swift,
Bruno Mars to Elton John and Live, she’s
taking Diana to a 90s-era rock band Bush
concert in June, though truthfully, her
favorite genre is Country. Lexy loves to
travel and is always trying to plan the next
trip. She has been to Israel, Costa Rica,
and Nicaragua, and cannot wait for the
next destination! “I am trying to plan for
Machu Picchu next spring or Europe this
fall. There is just something so magical
to me about going to another country and
seeing and experiencing how they live
every day.”
When it comes to balancing hard work
and play, Lexy feels like she’s found a
happy medium. As far as what’s ahead for

“I’m a huge proponent that you should
never stop learning because it opens up
your knowledge base, but it also opens
up your ability to do business and build
a good life for yourself,” Lexy said. “I
want to make sure I can be there for my
clients and build on the accomplishments
and success I’ve had.”
As busy as her life gets, Lexy said she
tries always to find time to relax a bit
at home with her cats and a good book.

14

Hosting & giving blood for Jewish NEVADA with
United Blood Services for Good Deeds Day 2017

Las Vegas Agent Magazine | May/JUNE 2018

Birthright trip to
Israel in 2012

her in her professional life, she’s not 100%
sure where she will end up, but she truly
believes she’s on the right path.
“The question I get all the time is, ‘Do I
want to be a broker and do I want to open
my own house someday?’” she said. “My
answer is, ‘Absolutely not.’ Seeing what
my mother deals with is incredible, but I
do not think I could do it. Her patience is
something I have never mastered (she says
laughing at herself). She is a transactional
Broker, who has facilitated 1000s of files
closing, that kind of experience is rare
and is what makes her the Broker she is
to all of our licensees. My mother and I
are incredibly different people, and we’re
different agents. I think we both represent
very key pieces of the company and I am
happy we each have our roles and balance
each other well.”
When asked about future goals, Lexy
stated, “When I think about lists and
milestones for me, it tends to be more on
a personal level, not a professional level;
However, I would like to expand my
business into commercial at some point
and develop a team where I can grow my
mentorship platform and business. On a
personal level, I want to become more of
an advocate for causes that I am passionate
about; such as literacy, organ donation,
and youth homelessness. There is still so
much room for growth in everything, so
I am really excited to see what the future
holds, as cliché as that sounds.”

For more information, visit her website at
www.lexysellshouses.com or
call 702-839-8916.

The

Builder Space
Warmington offers New Phases
in the Southwest

W

ar ming ton Residential is
welcoming spring with a fresh
selection of homes at three of
its neighborhoods in Southwest Las Vegas
including Vistaview, Ridgehaven and
Rockpointe. These three neighborhoods
offer a variety of single-family detached
and attached homes with prices starting
from the low $300,000s. At at all three
locations, the highly-upgraded and
furnished model homes will be available
for purchase soon and interest lists are now
forming. (Furnishings will be included in
the price but sold separately.)
It’s an excellent time to visit to take
advantage of this renewed selection of
family-friendly homes before it’s too late.
Each of these popular neighborhoods is has
or is preparing to enter into its closeout
phase and these new releases represent
some of the final opportunities to buy.
Among the three neighborhoods offering
new phases, buyers may choose from twostory plans that range from approximately
1,590 to 3,386 square feet with three to
six bedrooms, up to four bathrooms and

two-space garages.
Lifestyle amenities
include a gated setting
and a community pool
at Ridgehaven, and a
neighborhood park
with shade, picnic areas
and play equipment at
Rockpointe. Vistaview
h a s la rge home s
with some pool-size
homesites available.
“Over the past few
years, new Warmington
com mu nities have
been a f ixt ure in
the Southwest and buyers looking for
convenient a family-friendly setting,
quality and value have made them some
of the most popular in the area,” said
Amy Thill, VP of Sales and Marketing
for Warmington Residential in Nevada.
“But now, as we approach sell-out, these
opportunities are becoming limited and
right now is the best last chance to buy
with a renewed selection of plans and

options to buy a model home in the very
near future.”
The selection of new homes at Vistaview,
Ridgehaven and Rockpointe may change
as homes are sold but sales specialists are
onsite daily from 10 a.m. to 6 p.m. to assist.
For a map and directions to each of these
neighborhoods and to view floorplans and
a gallery, visit HomesByWarmington.com
or call (877) 930-5599 for information.

May/JUNE 2018 | Las Vegas Agent Magazine

15

Getting Beyond the
Complexities of

Etiquette for
Today's Real
Estate
Professional
By: Gloria Petersen

Appearance will ge t you
through the door,
but it is the right people skills
that show you belong.
―William Thourlby,
Author Passport to Power

I

t was once enough to be technically
brilliant. Now, some say people skills
are becoming a lost art because we
depend so much on technology and social
media as our preferred communication
models. People skills are critical to any real
estate professional’s success. You cannot
avoid people. However, there is a lot of
confusion as to how to use these skills
effectively. Most misunderstandings are
due to a lack of knowing how to interact
with people who come from different
walks of life.
Why should agents care? Because
different generations and cultures have
been brought up with different expectations
and acceptable behaviors. Adaptability
and sensitivity are key! Plus, you don’t
want to unintentionally offend someone.
The best and most lasting impressions
are made when you apply the correct or
more appropriate behavior based on an
awareness of gender, age, and cultural
expectations. Additionally, agents with
a more relaxed attitude to rules do not
necessarily work well with international
or high-profile clients for whom timehonored rituals or protocols still play a
very important role in doing business and
strengthening relationships.

We simply do not live in a society
whereby everyone follows the same rules
of behavior and assumes that everyone else
follows the same value system. Nor, can
we assume that “everyone knows” what’s
appropriate. To understand and adapt to a
variety of people and their expectations,
it’s important to understand our country’s
past as well as how generation or culturalrelated influences relate to today’s real
estate environment. Early patriots,
including Thomas Jefferson and George
Washington, started recording rules of
etiquette and decent
behavior to express equality, individual
freedom, social mobility, and to encourage
dignity. Still good things because they

16

serve as an essential foundation for healthy
relationships overall.
History teaches us lessons that help us
better prepare for today and tomorrow.
Etiquette books for the American society
were being recorded in the early 1800s
and were inspired by George Washington’s
“Rules of Civility.” (Did you know that
George Washington started recording his
“Rules of Civility & Decent Behavior in
Company and Conversation” when he was
15!) His foresight served as an inspiration
for every etiquette/protocol book ever
written and gave the United States of
America its behavioral foundation during
our society’s evolution.
The original rules and those that
followed (up to the 1970s) are considered
our “traditional rules” of etiquette.
They are important to know because
most are still honored in other countries
and appreciated by our senior generation
(and some regions of the U.S.). During
the 1970s, a new approach evolved (in
business settings) creating what is known
as “modern rules” of etiquette.
What is the difference? Gender!
Traditional etiquette is gender-based. For
example, the man opens the door for the
woman. Modern etiquette is non-genderbased. Whoever opens the door for whom
is based on hierarchy, not gender. For
example, lower rank opens the door for
higher rank. Socially, this can seem like
a double standard because some women
expect to have their door opened for them
in social situations. It is almost as if there
is a before 5:00 etiquette (the woman opens
her own door) and an after 5:00 etiquette
(the woman expects the gentleman to open
the door). Bottom line: good manners
dictate that if a gendered-courtesy is
offered, politely accept. Realize that using
the traditional (gendered) or modern (nongendered) rule in the right situation gains
respect!
Why Bother with Rules? Rules provide the
launching pad for successful interactions

and removes a potentially awkward
moment. Following the rules of etiquette
is not about following rigid rules. It is
about using common sense and adjusting
behavior to fit the situation. This can be an
art within itself! It’s all about matching the
right behavior or action with the situation
or moment. In this sense, etiquette and
protocol serve as your communication
foundation.
What is Etiquette? The ability to put
others at ease with you! Etiquette is also
about being considerate and kind. Rules

of etiquette tend to change with the times
and society and can vary from culture to
culture. Etiquette and manners go handin-hand.
For example: Traditional etiquette
dictates that a man should always allow
a woman to pass through the door first.
In modern etiquette, we defer to rank
and allow the higher-ranking individual
(or guest) to pass through the door
first. Good manners allow someone
to pass through the door first as an
act of courtesy, especially if someone
is carrying packages or are having
difficulty walking. Other instances
include initiating a greeting, using
one's name and title correctly, showing
appreciation and gratitude, focusing the
conversation on the client and not your
technology (i.e., cellphone}, eating in a
non-distracting way, etc.

What is the Protocol? Order! Protocol
is the order in which things are done
and rarely changes. The purpose is to
remove distractions, gets things done
in an organized and timely manner, and
demonstrate respect. It’s all about who
does what when?
For example: When someone of rank
or importance enters an office, both
men and women stand to show respect
(modern etiquette). You will experience
men standing (or slightly rising) when
a woman is seated at a meal or gets up
to leave the table. This is traditional
etiquette and demonstrates “good
form.” However, it is not a practiced
or expected gesture in today’s business
environment. You rise for rank; not
gender. If you are at a table and a male
guest does slightly rise when a female
colleague or guest arrives at the table or
leaves the table (traditional etiquette),
it would show good form for other
gentlemen at the table to also extend
the gesture. Women graciously accept.
This puts the gentleman, extending
this time-honored gesture, at ease, and
demonstrates good manners. Other
instances include making introductions
based on rank and title, who initiates the
handshake to whom, who is served their
meal first when entertaining guests/
clients, etc.
By learning what has changed, what

has remained the same, and when to show
deference, you will be better equipped
to create successful interactions and
make a lasting professional impression.
Furthermore, you will be able to navigate
and thrive when intermingling with diverse
real estate clients.

Gloria Petersen, CPP, founder, and president of Global Protocol, Inc.,
is an author, trainer, and speaker on Professional Presence, Business
Etiquette, and Protocol. Gloria is a graduate of the Protocol School
of Washington ® and has received numerous certifications on
her subject matter. Her four-book series, The Art of Professional
Connections, and SME training modules represent her 30-year legacy.
Learn more at GlobalBusinessProtocol.com or email direct:
gpetersen@globalprotocol.com

Why You Are
Not Ready to
Build a Team
Until you are...
By: Jan O’Brien

FOR THOSE OF YOU WHO EMBRACE
REAL ESTATE AS YOUR CAREER,
BUILDING A TEAM IS THE MOST
REWARDING WAY TO DRAMATICALLY
INCREASE YOUR PRODUCTION, ALLOW
YOU TO WORK ON THE PARTS OF THE
BUSINESS YOU EXCEL IN AND ENJOY,
WHILE ULTIMATELY PROVIDING YOU
WITH AN EXIT STRATEGY. BEFORE
YOU JUMP IN THOUGH, YOU NEED
TO ENSURE THAT YOU COMPLETELY
UNDERSTAND AND EMBRACE THESE
FOUR PRINCIPLES.

Principle #1: Begin with the End in
Mind
verything you do should be framed
with the idea of building a salable
asset and creating your exit strategy.
To most agents, the next transaction is the
focus. In my experience, most real estate
professionals do not have a retirement plan
let alone a strategy to sell their business
or train a replacement and enjoy residual
income for years to come. You need to be
a long-term thinker. Remember, begin
with the end in mind so you can focus on
laying a strong foundation, staffing it with
the right people, and growing a profitable
real estate business. There needs to be
order in the chaos.

E

When is the last time you sat down
and did a thorough assessment of your
business? And if you have, did you
consider your long-term goals?
To get you started, answer these
questions:
• What is your ultimate outcome?
• Do you have an exit strategy?
• How do you know if you have a salable
asset?
• What actions must you take now to work
towards your exit strategy?
Principle # 2: Run it like a Business
Are you running a real estate business,
or is IT running you? Running it like
a business means you have made that
mindset and operational shift to working
and thinking as a small business owner.
When you truly internalize this principle,
you will experience a shift in the way you

18

operate. It is more than a mindset shift.
You will become that business owner who
thinks and operates from a different level.
Most real estate agents operate in a salesonly mode where the business is generally
running them.
How do you answer this question …
What do you do for a living? I have asked
this question to 1000's of agents over the
years, and the response is generally: "I
am a REALTOR, I sell real estate, I help
people find their dream home, etc." I
encourage you to flip the script and answer
with "I Own a Real Estate Business!” You
are an entrepreneur and small business
owner…make this Mindset Shift NOW!
When you think and act like a fortune
500 company, then you will start to make
decisions like a true business owner.
Initially, this means you have effective and
efficient business and real estate systems
in place to support your team (small
business). Here are the recommended core
systems to implement or refine:
• Business Plan and Goals
• Unique Value Proposition & Branding
• Niche Marketing and Advertising
Strategies
• Past Client & Referral System (Your
Database)
• Listing & Farming System
• Buyer & Escrow System
• Lead Generation & Follow-up System
• Internet & Social Media Marketing
Strategy
• Business & Financial Metrics
Principle #3: Brokerage within a
Brokerage Model
Building a team doesn’t necessarily mean
you should start your own brokerage. In
fact, I suggest you enjoy the many benefits
that come with building your team within
a company that supports team building.
Leverage your brokerage's training, tools,
and systems along with your unique value
proposition to attract and retain productive
team members.

increase your own by the way. Let your
company handle the risk, liabilities, and
requirements for running a brokerage, such
as; regulatory compliance, commission
handling, facilities management and
operating expenses, dealing with
complaints, disputes, and litigation.
Principle #4: Working “ON” and
“IN” your business
Most small business owners are
consumed with working “IN” their
business and never stop to work “ON” their
business. Many peak performing agents
have optimized the tasks that create closed
transactions and, as such, are thriving.
As the owner of a Team, however, you
must shift your focus to packaging and
presenting your knowledge and systems
to your team members so that they can
succeed. Team members are primarily
seeking leadership, mentoring and support.
The challenge is scheduling the time to
work ON your business. Remember, IN
the business is the day-to-day transactional
side (working with buyers and sellers). ON
the business is building and managing the
systems that are the foundation of any
successful business, such as effective and
duplicatable real estate systems that team
associates can simply plug-in to.
This is easier said than done, and most
agents are not able to find the balance
to execute this essential principle. The
solution is to block time each week and
commit to working “ON” your business. If
you currently do not have solid real estate
systems in place, then it is simply going to
take time to complete. Be patient and stay
the course. Focus on one system at a time
and execute the action items step-by-step.
If you have an assistant, then include her
or him in the process of implementing the
systems, building your operations manual
and procedures guide.
At the end of the day, if you internalize
these four principles, you will instinctively
know when the time is right to build your
team. If that time is now, you are about
to embark on an incredible and profitable
adventure.

In this model, you can focus on your
team’s production, and dramatically

Jan O'Brien has over 26 years of leadership, real estate brokerage, real estate
training, business and coaching experience. She proudly served as a Captain &
UH-60 Blackhawk pilot in the U.S. Army from 1984-92. Jan is currently a business
coach with Innovative Real Estate Strategies in Las Vegas. She is the co-founder
of WBNL Coaching, a company that provides online training and 1-1 coaching
for agents, teams, and brokers including their signature Real Estate Team
Builder program. Jan and her business partner, Matt Emerson, host the weekly
Wandering But Not Lost Podcast, where Real Estate & Reality meet. To learn
more, visit WBNLCoaching.com, WBNLPodcast.com, RealEstateTeamBuilder.
com. Connect with Jan: jan@janobrien.com, 702-858-9191, and @JanOBrien
on social media.

Las Vegas Agent Magazine | May/June 2018

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f you are in a real estate related
industry right now, it's hard to deny
the fact that inventory issues have
finally come to a head. It all sounds eerily
reminiscent of 2005 when there were 20
offers on a house within hours of hitting
the MLS. With interest rates and home
prices on a steady climb, we should expect
to see decreasing affordability create a
stall in demand in Las Vegas, right? Not
so fast…

of Q2 2018 rates are hovering in the mid
to high 4’s, which is not enough impact
on affordability to make even the smallest
dent in demand.

getting an offer accepted, some buyers are
experiencing a bit of sticker shock. For the
better part of a decade, consumers got used
to rates in the 3’s and low 4’s and when
rates temporarily moved above
5% every lender out there got
cornered with the same questions
and general indignation about
a rate in the 5% range. When
you couple sticker shock with
the daunting task of getting an
offer accepted, we could see
some qualified buyers exiting
the market (at least temporarily).
Another potential issue is the
lack of housing options for
entry-level and millennial home
buyers. Production of new homes
under 200k is nearly non-existent
in 2018. The past couple of years

Affordabilit y in the Future

have pointed to a clear shift to build new
homes priced between 300k and 500k.
This leaves even less inventory for new
homebuyers looking for starter homes.
Metrostudy housing stats recently stated,
"Production is moving into the higher
price points as only 21% of starts were
priced below $300k, while in 2016 42%
were”. So while housing may remain
affordable, it doesn’t really matter if there
aren’t enough houses to buy.

Although affordability is one way to
stall demand in a hot market like Las
Vegas, it’s not likely that it will even be
a speed bump in the near future and here’s
why.
While home prices are easily outpacing
income growth, the low-interest rate
environment has helped keep affordability
in check. Median household income has
increased nearly 20% since 2010, and
in the same timeframe, existing home
prices have gone up a whopping 100%).
Increasing home prices, while frustrating
for buyers, tend to have a much lower
impact on affordability than rising rates.
In fact, affordability is near its highest
in 40 years. In 1980 a family with the
median household income could only
afford a home ¾ the median home price,
compared to today where the very same
family can afford a home nearly 1.5 times
the median home price (thank goodness
as we don’t need any more demand for
homes under 300k than we already have).
Conversely, mortgage rates tend to have
a much greater impact on affordability.
In a recent study performed by Trulia,
they found that if interest rates increased
to levels seen in the 1980’s “the median
household would go from being able to
afford a $312,653 home to a $144,805
home”. I think it is safe to say that no one
expects to see 30 year fixed rates near 16%
anytime soon, but it does make sense to
understand how rising rates can affect the
market. To put things in perspective, for
every 1% interest rates rise, affordability
decreases by roughly 5.4%, and we have
only experienced a modest increase in
interest rates since the lowest point in
history. In late 2016 30 year fixed rates
were in the mid 3’s and as of the beginning

20

Clearly, the current demand will continue
to drive home prices up in the foreseeable
future, but higher home prices alone won’t
have a significant impact on affordability.
As stated above, interest rates have
historically had a far bigger impact on
the housing market than home prices, and
we are not going to see rates high enough
to cause issues anytime soon. As economic
conditions continue to be favorable, it is
expected that mortgage rates will continue
to rise in 2018 but don't count on rates in
the 6's in 2018, in fact, most predictions
put rates in the high 4's by the end of the
year.
So if rising home prices and steadily
increasing interest rates don’t appear to be
a threat, then what could cause a cooling
of the market? One thing that could
potentially slow demand is sentiment.
On top of the frustrations of actually

Las Vegas Agent Magazine | May/June 2018

Las Vegas continues to be fertile ground
for case studies in wildly extreme markets.
One thing that seems evident is that there
are very few headwinds that might slow
the high demand for homes right now.
Affordability, jobs, income, and mortgage
rates don’t appear to be serious threats in
the foreseeable future; maybe someone
will come up with an elegant solution to
keep demand and inventory in check, but
I wouldn’t count on it…

Coby Baker is the CEO of Alderus Mortgage, where over the last 4 years he
led the company to being named a Top mortgage employer in America each
of those years, as well as one of the Top Companies in Nevada on the 2015 Inc.
5000, showcasing the fastest-growing private companies in America. As a thought
leader, he has held the position of President and Chairman of the board of NMLA
(Nevada Mortgage Lenders Association) where he oversaw high impact legislative
reform to stabilize lending in the state of Nevada after the great recession. He
also served as VP of Community outreach for the Economic Club of Las Vegas.
Coby can be reached at coby@alderus.net.

Compliance
Definition of compliance:
1. The action or fact of complying
with a wish or command
2. The state or fact of according
with or meeting rules or standards.

Antonym: violation

I

suppose one could deduct that you
are either in a state of compliance or
violation.

Our children seem to morph between
the two on a regular basis and with ease.
Adults are usually not so quick to pull the
trigger on not being in compliance.
Compliance and ethics are very closely
related you can not have one without
the other. Fairness, honesty, disclosure,
obedience, confidentiality are all words,
as a realtor, we are familiar with.
I usually see realtors heading into
problems when they forget who their
fiduciary duty is with. Their own selfinterests seem to take over when the going
really gets tough.
Having been a broker for many years,
I have seen agents need to get signatures
from their clients to complete their
paperwork and get paid. Remarkably with
5 minutes, the signatures have been gotten,
and the agent returns to collect their check.
Years before digital signatures a wet
signature was required, and I often
wondered if they thought I believed
that their client was sitting outside the
office just waiting to sign any additional
paperwork.
I guess the thought of committing
forgery verses getting their check was
not a long thought process.
Often, agents come to me and say
that they do not have to follow their
broker’s rules as they are not part of
statute. Brokers have the right to institute
standards of practice for their office.
These are usually more restrictive than
the statutes as statutes were devised to
be a guideline for proper behavior and
protection of the public.
Some of the most violated compliance
laws:
Unauthorized practice of law
This spawns lawsuits whenever brokers
or salespeople provide legal advice. Article
13 of the NAR Code of Ethics states
that “REALTORS® shall not engage in
activities that constitute the unauthorized

By: Kolleen Kelley

practice of law,” which begs the question,
What is the unauthorized practice of law?
The courts have tried to strike a balance
in their definition and take public policy
into consideration. They don’t want the
public damaged by unskilled practitioners,
but they’ll look at whether it’s in the public
interest to allow brokers to engage in
certain activities, such as drafting clauses
in legal documents. Generally speaking,
courts have said that brokers are permitted
to complete the blanks of a preprinted sales
agreement that has been approved by an
attorney. You may not draft documents or
give legal advice.
In the past, to determine the appropriate
role of the broker and the lawyer, NAR
would sit down with the American
Bar Association, but the U.S. Justice
Department came down hard on that
alliance, saying that it was dividing
the marketplace. So if your association
still has an agreement with the local bar
association, you may want to consider
rescinding it.
To limit legal advice liability: Know
the parameters of what you may and may
not do in your state, and urge clients to
hire a lawyer if they have legal questions.
False or misleading advertising
These lawsuits can also address affinity
programs, For Sale sign bans, and Internet
advertising—a hot topic now.
Advertising must always comply with
state license law or regulations as well as
the REALTOR® Code of Ethics. Licensee
laws frequently address requirements
such as indicating the broker’s status as
a licensee in each ad. The Code of Ethics
(Article 12) mandates that REALTORS®
be careful at all times to present a true
picture in their ads.

Recently, real estate commissioners
have been looking closely at Internet
advertising. Several states have adopted
new rules to govern advertising by
licensees on the Internet, including the
use of e-mail and bulletin boards.

To limit advertising liability: Assure
that all ads are truthful and not misleading.
Comply with any special rules adopted
in your state that govern the advertising
of property and the promotion of real
estate services on the Internet. NAR has
partnered with the Newspaper Association
of America to develop guides to effective
advertising.
Agency problems or breach of
fiduciary duty
These lawsuits most frequently arise
when a problem with a transaction causes
one of the parties to seek legal advice,
and the lawyer asks, “Well, who was
representing you?” These cases account
for about 10 percent of suits against
salespeople and brokers.
Many of the suits involve claims of
undisclosed dual agency. NAR’s Code of
Ethics mandates agency disclosure, but
laws governing the method and timing
are different in each state. The broad
common law agency duties are so poorly
defined that many state associations have
lobbied for statutory duties (written into
law), allowing brokers to know exactly
what duties they owe and what consumers
can expect.
To limit fiduciary duty liability:
Take continuing education on your
state’s current laws on agency disclosure
and promote the use of agency
disclosure forms.
We are dealing with a moving target
as far as compliance with technology
moving as fast as it does. But doing the
right thing with your client, broker or
fellow agent always leaves a peace of
mind that lets you rest well at night.
Kolleen Kelley
Exp Realty, LLC
State Administrative Broker

Kolleen Kelley has been a licensed Realtor for more than 25 years and
most of that time as a Broker. As Nevada State Administrative Broker
for eXp Realty, Kolleen has served in rolls of Expert Witness, GLVAR
President, NVAR President, Committee Chair of RRG, NAR Chair of Risk
Management. Chair of Nevada Hardest Hit Funds. She’s also written
and taught CE classes and is in the RPAC Hall of Fame, but still has
time to be a Mother of 2 daughters and Grandmother of 2 grandsons.
To reach Kolleen, please email her VegasKelley@aol.com

May/JUNE 2018 | Las Vegas Agent Magazine

21

Are you

Stuck?
By: Kelly Travis

I

t wasn’t that long ago that I was
working within Corporate America,
the publisher of a successful major
magazine in town, hustling to continue
to move up the ladder within my industry.

Do you want to move past the “stuck”
and cut the excuses?
Once you up-level all the areas of your
life where you feel stuck, you will
undoubtedly reach that next level of
success in your career (and life).
YOU are fully capable of changing,
reaching new goals, and taking action.
This page will be dedicated to helping you
make that happen. I’ll discuss everything
from sleep and stress to nutrition and
fitness (and everything in between).

The perception was that I had it all
together. I was killing it in my career,
eating a lot of vegetables and I “looked”
healthy, The reality was I working myself
to the ground, falling into perfectionistic
habits, wasn’t sleeping, and the other
pieces of my life were a disaster.

My mind was my worst enemy when, if
I played it right, it should have been my
greatest ally.
So I rationalized...
My relationship with food isn’t that bad...
I’m pregnant; we need to stay together...
I might be unhappy in my career, but
it’s a steady paycheck...
I don’t have time to sleep...
I’m always going to be stressed...
I finally got tired of where I was (and
all my excuses), and I made up my mind
to take control and take action. I learned
that health & wellness isn’t just made up
of how we move and what we eat, it’s
impacted by our relationships, career,
home environment, stress, experiences,
etc.

Instead of falling into the “all or
nothing” trap, try this. Start small, with
easily manageable tasks. For example,
if you have a weight loss goal, rather
then sign up for a 30-day challenge that
won’t be sustainable after day 30, start by
simply adding in healthy vegetables with
every meal. Preschedule workouts in your
calendar (and show up). Make a conscious
effort to sit down when you eat your meals,
rather than eating on the go. And, get 7-9
hours of sleep each night (because sleep
impacts weight loss).
Creat i ng realist ic (sust ai nable)
action items will make the goal less
overwhelming, ensure habit change, and
allow you to celebrate little wins along
the way.

I was playing small, taking care of
everyone (except myself), and keeping a
lid on my dreams and desires.
As you can imagine, it had profound
consequences in my personal and
professional life. I had been downplaying
the disappointment, the fear, and the
unhappiness and convinced myself that
things weren’t THAT bad.

overthinking and overanalyzing the plan
to death - especially if you are a type A
perfectionist!

For now, I want to leave you with the
three things you need to get out of the
“stuck” and take action. (You know this
already, I’m just reminding you to do it.)
Identify the goal. For some, this is the
easy part. You know what you want, you
just aren’t doing the work. For others, you
may be completely disconnected from
what you want because life is hectic and
it’s another thing to do. What this really
means is that you are uncomfortable even
allowing yourself to dream up big goals
for fear of not accomplishing them.
Set aside some quiet time. Give yourself
permission to think beyond today, this
month, this year. High performers need
to have goals outside of their career, so
what do you want?
Create a plan. Of all of the people who
create a New Years resolution each year,
80% don’t ever achieve the desired goal.
Why? No plan. It’s one thing to admit
what you want, to dream about it, but it’s
an entirely different thing to set it into
motion. This is when resistance + excuses
begin. It’s common to get tripped up with

Take action. Waiting for inspiration?
Don’t. Waiting doesn’t get you anywhere.
The hard truth is that if you want to achieve
something, you need to ACT. You’ve got
the goal, you’ve got the plan - now it’s time
to do something with it. If you consistently
find that you are talking yourself out of
doing something, whether it’s making
excuses or rationalizing inaction, it’s time
to create a new habit by setting yourself
up for success. Beyond counting to “3”
and starting, think of ways to make it easy
to act.
Let’s say that one of your action items
is to workout five days a week, but each
morning you hit the snooze button (multiple
times) until you no longer have time to
workout. Put the dang phone further away
from you, so you literally have to get up
out of bed to turn it off. Take it a step
further, and have those workout clothes
set out right next to your phone. Still not
working wear your workout clothes to bed!
Change is scary. I know that one part of
your brain loves to talk you out of taking
action, right when the emotional part of
you is ready to make a change, but...
You don’t have to continue to be stuck.
What’s something you’ve been ignoring
or putting off that you want to change?

Kelly Travis positively impacts high performers and organizations through her work. She has an extensive background in health
and counseling, is a graduate of the Institute for Integrative Nutrition, where she earned her certification as a Holistic Health Coach
and has an additional certification with Precision Nutrition in performance nutrition. Her passion for health and wellness started in
college, where she was a collegiate All-American runner at UNC-Charlotte, and earned her Bachelor of Science in Public Health
from Central Michigan University.
Kelly’s extensive background in sales, marketing and publishing in the competitive Las Vegas market allows her to seamlessly
communicate with high performing men and women as well as organizational teams on all levels to cultivate a sustainable healthy
lifestyle that brings them joy and supports them to achieve big goals.
Kelly can be reached at: kellytravis1@icloud.com, or visit her website at: www.kellytravis.net

22

Las Vegas Agent Magazine | May/June 2018

Local
Housing
Statistics
Local
Housing
Statistics
N ews

GLVAR housing statistics
for April 2018

L

AS VEGAS – Local home prices
kept climbing through April as the
local housing supply continued

contracting, according to a report
released today by the Greater Las Vegas
Association of REALTORS (GLVAR).

By the end of April, GLVAR reported
3,816 single-family homes listed for sale
without any sort of offer. That’s down 24.9
percent from one year ago. For condos
and townhomes, the 790 properties listed
without offers in April represented a 23.6
percent increase from one year ago.

Meanwhile, the number of so-called
distressed sales continues to decline.
GLVAR reported that short sales and
foreclosures combined accounted for 2.5
percent of all existing local home sales in
April, down from 8.4 percent of all sales
one year ago.

GLVAR reported that the median price
for existing single-family homes sold in
Southern Nevada during April through
its Multiple Listing Service (MLS) was
$289,000. That’s up 3.2 percent from the
previous month and up 16.1 percent from
April of 2017.

Bishop suspects more homeowners would
consider selling if there were more homes
on the market for them to buy. He cited
recent surveys by the National Association
of REALTORS (NAR) showing more than
70 percent of U.S. homeowners think it’s
a good to time to sell.

“That’s a pretty big jump when you
think about a typical marketplace,” said
2018 GLVAR President Chris Bishop, a
longtime local REALTOR . “And condo
and townhome prices are up even more
than that over the past year.”

The low supply may also be slowing
down local home sales, which have been
running roughly even with last year’s sales
pace so far this year after increasing in
recent years. The total number of existing
local homes, condos and townhomes sold
during April was 3,571. Compared to one
year ago, April sales were up 0.4 percent
for homes and up 4.5 percent for condos
and townhomes.

These GLVAR statistics include activity
through the end of April 2018. GLVAR
distributes statistics each month based
on data collected through its MLS, which
does not necessarily account for newly
constructed homes sold by local builders
or homes for sale by owners. Other
highlights include:

The median price of local condos and
townhomes sold in April was $155,000, up
19.2 percent from the same time last year.
One factor pushing up prices is the
increasingly tight housing supply. Bishop
said Southern Nevada has about a month
and a half supply of existing homes
available for sale when a six-month supply
is considered a balanced market.
“The biggest challenge we have in this
market is available inventory, finding
properties out there that people are willing
to sell,” Bishop explained. “We just don’t
have enough inventory to meet demand.”

GLVAR reported that 27.3 percent of
all local properties sold in April were
purchased with cash. That compares to
27.5 percent one year ago. That’s well
below the February 2013 peak of 59.5
percent, indicating that cash buyers and
investors are still active in the local housing
market, but have been Southern Nevada
home prices keep climbing while supply
keeps shrinki... https://www.printfriendly.
com/p/g/pvWLBb playing a much smaller
role than they were five years ago.

The total value of local real estate
transactions tracked through the MLS
during April was more than $960 million
for homes and nearly $117 million for
condos, high-rise condos and townhomes.
Compared to one year ago, total sales
volumes in April were up 17.0 percent
for homes and 25.4 percent for condos
and townhomes.
Homes and condos continued to sell
faster than last year at this time. In April,
86.5 percent of all existing local homes
and 91.5 percent of all existing local
condos and townhomes sold within 60
days. That compares to one year ago, when
0 percent of all existing local homes and
86.4 percent of all existing local condos
and townhomes sold within 60 days.

May/JUNE 2018 | Las Vegas Agent Magazine
MAy/June

23

Housing NEWS
N ews
Greater Las Vegas Association of REALTORS® April 2018 Statistics
Single Family Residential Units
AVAILABILITY AT END OF PERIOD
# of available units listed
Median list price of available units
Average list price of available units

$
$

*AVAILABILITY AT END OF PERIOD
# of available units listed w/o offers
Median list price of available units w/o offers
Average list price of available units w/o offers

DISCLAIMER: This data is based on
information from the Greater Las
Vegas Association of REALTORS®
(GLVAR) Multiple Listing Service
(MLS). This information is deemed
reliable but is not guaranteed. MLS
collects, compiles and distributes
information about homes listed for
sale by its subscribers who are real
estate agents. MLS subscription is
available to all real estate agents
licensed in Nevada, but is not
available to the general public.
Not all licensed agents subscribe
to the MLS. MLS does not include
all new homes available or listings
from non-MLS agents, nor does it
include properties for sale by owner.
The territorial jurisdiction of the
GLVAR as a member of the National
Association of REALTORS® includes
Clark, Nye, Lincoln and White Pine
Counties, Nevada, and such other
areas as from time to time may
be allocated to the GLVAR by the
Board of Directors of the National
Association of REALTORS®.

Las Vegas Association
of REALTORS®
Statistics
DISCLAIMER: This data is basedGreater
on information
from the Greater
Las Vegas
Association of REALTORS® (GLVAR) Multiple Listing Service (MLS). This information is deemed reliable
but is not guaranteed. MLS collects, compiles and distributes information about homes listed for sale by its subscribers who are real estate agents. MLS subscription is available to all
real estate agents licensed in Nevada, but is not available to the general public. Not all licensed agents subscribe to the MLS. MLS does not include all new homes available or listings
from non-MLS agents,
nor does itWithout
include properties
for sale Or
by owner.
The territorialOffers
jurisdiction of the GLVAR as a member of the National Association of REALTORS®
includes
Clark,
Units
Sold
in
Availability
Pending
Contingent
Nye, Lincoln and White Pine Counties, Nevada, and such other areas as from time to time may be allocated to the GLVAR by the Board of Directors of the National Association of
End Of Period
REALTORS®.

For media inquires, please call George McCabe, B&P Public Relations, at (702) 325-7358.

About

GLVAR was founded in 1947 and provides its more than 11,000 local members with education,
This data is based on information from the Greater Las Vegas Association of REALTORS® (GLVAR) Multiple Listing
training and political representation.DISCLAIMER:
The local
representative of the National Association of
Service (MLS). This information is deemed reliable but is not guaranteed. MLS collects, compiles and distributes information about
homes listed for sale by its subscribers who are real estate agents. MLS subscription is available to all real estate agents licensed in
REALTORS®, GLVAR is the largest professional
organization
inall Southern
Nevada.
GLVAR
Nevada, but is not available to the general public. Not
licensed agents subscribe
to the MLS. MLSEach
does not include
all new homes
available or listings from non-MLS agents, nor does it include properties for sale by owner. The territorial jurisdiction of the GLVAR as a
member receives the highest level of
professional
training
and
must
abide
by
a
strict
code
of
ethics.
member of the National Association of REALTORS® includes Clark, Nye, White Pine and Lincoln Counties, Nevada, and such
other
areas as from time to time may be allocated to the GLVAR by the Board of Directors of the National Association of REALTORS®.
For more information, visit www.HomeLasVegas.com or www.lasvegasrealtor.com.

DISCLAIMER: This data is based on information from the Greater Las Vegas Association of REALTORS® (GLVAR) Multiple Listing
Service (MLS). This information is deemed reliable but is not guaranteed. MLS collects, compiles and distributes information about homes
listed for sale by its subscribers who are real estate agents. MLS subscription is available to all real estate agents licensed in Nevada, but
is not available to the general public. Not all licensed agents subscribe to the MLS. MLS does not include all new homes available or
listings from non-MLS agents, nor does it include properties for sale by owner. The territorial jurisdiction of the GLVAR as a member of the
National Association of REALTORS® includes Clark, Nye, White Pine and Lincoln Counties, Nevada, and such other areas as from time
to time may be allocated to the GLVAR by the Board of Directors of the National Association of REALTORS®.

the GLVAR

24

Las Vegas Agent Magazine | MAY/June
May/June 2018

Local
Housing
Statistics
Local
Housing
Statistics
N ews
GLVAR’s Young Professionals Network
honors its Top “40 Under 40” local
REALTORS®

L

AS VEGAS – The Greater Las
Vegas Association of REALTORS®
(G LVA R) a n d i t s Yo u n g
Professionals Network of Las Vegas
(YPN) have announced the winners of
their annual “40 Under 40” awards.
The awards program was created to
acknowledge the top 40 local REALTORS®
under the age of 40 who demonstrate
excellence in their careers and service
to their community, the real estate
industry and their state, local and national
associations. Honorees were chosen by a
selection committee of GLVAR members,
who also considered their professional
designations, contributions to charities
and to GLVAR’s Political Survival Fund,
as well as their annual real estate sales
transactions and number of properties
they manage.
They will be honored at a May 31
evening event at the Hard Rock Hotel &
Casino and recognized in various ways
by GLVAR, including being featured in
GLVAR’s Southern Nevada REALTOR®
publication.
YPN’s “40 Under 40” honorees for
2018 include:
• Dertrez Brown-Pressley, Guardian
Realty Investments & PM LLC
• Chad Bull, Signature Real Estate Group
• Christina Cova-Simmons, BHHS
Nevada Properties
• Christina Chipman, Realty One Group,
Inc.

YPN of Las Vegas is an organization of young, career-minded, real estate professionals
who focus on the importance of education, technology, community service and building
relationships through networking. Central to the mission of YPN of Las Vegas is the goal of
creating programs to encourage, foster and promote young GLVAR members to excel in their
careers and encourage the pursuit of leadership roles at the local, state and national levels. For
more information, visit www.facebook.com/YPNLasVegas.

May/JUNE 2018 | Las Vegas Agent Magazine
MAy/June

25

A ff i l i ate P rofile

Marie Harrod
Title Representitive
North American Title

M

arie started in the title and escrow
industry of Las Vegas in 1995. She
began her career in the Administrative
offices, and within five years was running an
exceptionally busy escrow desk, her specialty
was working with the builder communities.
Marie started in the marketing department in
2003 and is currently a member of the Marketing
Department with North American Title. During
Marie’s 23 years in the business, she has had the
honor of working with some of the top agents in
town. With a focus on tailoring your marketing
to your needs, Marie keeps focused on what is
important to you and your business.
Whether it's Farming, Open House Strategies,
Listing Strategies or Social Media Marketing,
Marie recognizes the importance of education
and holds about ten classes a month at her North
American Office.
Since service to others is at the core of Marie’s
priorities, she was on the Board of Directors for
Women’s Council of Realtors for several years,
along with The National Association of Real
Estate Brokers. Helping agents increase their
business and find a balance between work and
personal life is Marie’s passion.
For further information on how Marie
and North American Title can help
you, please write: mharrod@nat.
com or call (877) 430-NATC(6282)
cell: 702-553-5252
8485 W. Sunset Suite 111
Las Vegas, NV 89113
www.nat.com

Our Mission
Our mission is building new lives for Southern Nevadaâ&#x20AC;&#x2122;s
homeless through housing and community outreach. We
carry out this mission through care days, education and
awareness in the community and shelter projects.
For more information on how you can help, please visit:
www.homeaidsn.org/ or write: homeaid@snhba.com